Tracking Leads In Salesforce » Week 3 » Lead Management In Salesforce

Q: An SDR has asked you, the sales operations specialist, for help to know how to make sure she’s focusing her attention on the leads that have the greatest potential for qualifying. Which field within the lead object do you recommend that she use?

Yes! Using the Rating field is a great way for a sales team member to identify which leads have the greatest potential for qualifying. Once the leads have been rated, the SDR can sort or filter the leads to put the Hot ones at the top of their list.

Q: Why is it important for a sales development representative to understand how to use Salesforce tools to determine which leads are most valuable to contact?

Answers may vary, but overall, it’s important for SDRs to know how to manage their lead lists so that they can do their work effectively and efficiently. When an SDR has a large number of leads to review and qualify, they may not have time to reach out to every single one of them individually. Instead, they should use business strategies and Salesforce tools to decide which leads are most likely to become customers and then approach those leads first. For example, within Salesforce, an SDR can do the following: <ul> <li> Use the Ratings field to mark a lead as Hot, Warm, or Cold </li> <li> Sort their leads by Last Activity to find which solid leads may need a follow-up </li> <li> Mark a really hot lead as a Favorite </li> <li> Add follow-up tasks and events to their calendar (and even share those activities with other members of the team) </li> </ul>